Patrick Flanagan
2.3K posts
Patrick Flanagan
@PatrickDTYS
Cybersecurity, enterprise AI, systems engineering
USA شامل ہوئے Ocak 2023
240 فالونگ1.6K فالوورز
Patrick Flanagan ری ٹویٹ کیا
Whatever you want to say, cybersec swag is a lot more creative than the rest of SaaS.
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@thedealdirector Forget MEDDPIC and BANT.
The only thing I need to know to forecast a deal is whether you've got a meme texting relationship with the buyer.
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Texting this to the champion today, wish me luck.
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@sammarelich People are on LinkedIn specifically for career growth. They want to hear about opportunities.
Approximately zero people want LinkedIn messages selling SaaS products to their company. I'm surprised more sellers don't position LI outreach as "GET PROMOTED by implementing us"
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It’s funny how different channels vary so much
InMails crush it for recruiting - my reply rate sits between 20-60% depending on the role I’m working on
Brian LaManna@BrianLaManna_
Been in sales 7 years. I’ve never gotten 1 opp from LinkedIn InMails. Have sent thousands, all different types and tactics. Sometimes a channel just doesn’t work.
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Patrick Flanagan ری ٹویٹ کیا
Couldn’t agree more with this, especially regarding the commoditization of knowledge.
Huge opportunity for second/third order thinkers to win big. Huge downfall for those who dwell only in cliches and best practices.
signüll@signulll
deep research the kind of product that quietly rewires entire industries overnight. analysts, researchers, consultants—suddenly a lot of them are either redundant or scrambling to redefine their value. if something like this can be democratized for $200/month, the current knowledge work hierarchy collapses. if anyone can access highly sophisticated insights & analysis instantly, then traditional notions of authority or credentialism in fields like finance or academia erode fast. gatekeepers lose relevance, & knowledge itself becomes hyper-commoditized.
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@thedealdirector Only one way: bring in the sales engineer and have him cleverly solve a problem while bonding over how they cut their teeth troubleshooting packet captures back in the day.
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This guy is the Director of Engineering (supposedly your "champion") that needs to decide on the vendor and go pitch the project to his CTO.
If done right, this will be the biggest deal of your career.
How do you build the relationship?
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@thedealdirector You need a short memory in this business. Review the tape like a football coach and consciously correct errors, but don’t dwell. Low confidence almost always = low performer in sales.
Top performers can self-review dispassionately.
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There was a customer meeting that went okay, but you had several moments where you either didn't say anything or you positioned something less persuasively than you wanted.
The next few days you keep replaying scenarios and soundbites in your mind. Is this a sign of:
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@roy_is_living @BowTiedCocoon Started a new role a few months ago and heads down… I will return to regular posting at some point!
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Sales reps, here’s the truth no one talks about:
The quickest career upgrade without burning out? Selling for a company with higher growth and profit margins.
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@sammarelich Elite sellers always outgrow the role. I've known a handful of these guys and they either start their own company or go the executive route.
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Friend of mine,
Harvard undergrad
Goldman Sachs
Wharton mba
Now in early stage sales
You better pray these people don’t really start coming for tech cause they’re going to dramatically shift the bar UP
El Vendedor@ElVended0r
The talent bar in tech sales is still embarrassingly low. As a 'smart grad' that got a full college scholarship, I was pushed toward law, IB, SWE, or MBB. But in tech sales? The delta is insane. A little strategy and discipline, and you can outswim 90% of the field.
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@BowTiedBull Private pilot here. Airlines are way cheaper when you factor in training, plane rental/ownership (maintenance), and keeping your skills current. Absolutely money pit.
But it’s a hell of a lot of fun.
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@thedealdirector Best thing about trade shows is meeting all your competitors’ account teams in one place. Size them up, get to know them, become friends with them. See who they’re talking to.
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During tech sales interviews they rarely mention that you'll spend a never-to-be-recovered part of your life essence behind a dirty blanket; hustling the cheapest swag that could fit within the marketing budget.
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@thedealdirector Will do that for sure. I think it’ll ultimately shake out to be a pool of highly technical overlay SE’s supporting a large number of reps.
Most standard deals will be able to be worked by reps alone with the support of AI for scoping/specs/answering tech questions.
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@PatrickDTYS It would be good for you to expand on this at some point with a post. The technical demands on sales engineers seem to be increasing from my pov, so I don’t know where the current crop of reps will catch them in some sort of a middle.
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The most crowded job market in tech sales will soon be for sales engineers.
A lot of technical guys that are struggling to remain a developer will visit this side of X and decide to get "more salesy".
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@WillieWheeler @BritishHodl This is absolutely great. I understand them a LOT better now. Thank you!
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If you’re Microsoft - or any other company - and you’re considering a #Bitcoin strategy like MSTR.
You have to realise that you would not be able to compete with MSTR in the bond market.
MSTR pivoted their entire shareholder base and essentially became “BitcoinStrategy” with a small software business.
So if vol is the product the bond market is seeking - you cannot compete with a “pure play”.
So how long until they skip #Bitcoin and just add MSTR to their balance sheet and let the Saylor flywheel expand their share value?
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@CryptoYGK @WillieWheeler @BritishHodl @saylor I listened to that live, and also to his interview with PBD. I either didn't understand his answer or I missed it. I'm sure there is a simple explanation but I haven't seen it in writing, which is slightly strange.
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@WillieWheeler @PatrickDTYS @BritishHodl Listen to @saylor explain it here today. Worth a listen. He was asked that exact question.
twitter.com/i/spaces/1dRKZ…
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